How to Prepare for Negotiations: Anticipate Reactions

Don’t Get Caught Saying “I Didn’t See That Coming” in Negotiation

In any negotiation, the last thing you want to say is, “I didn’t see that coming.” Winning a negotiation isn’t just about reacting in the moment; it’s about thinking ahead, predicting the possible outcomes, and knowing how you’ll respond. Think of it like a decision tree: if you offer X, what reactions can you expect, and what’s your next move in each scenario?

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Let’s say you’re trying to buy last-minute tickets to a show. You’re trying to snag them for $45 per ticket, even though the face value is $75. There are three possible scenarios ahead of you. The person selling the tickets could say yes right away, they could decline your offer, or they counter with a different price.

How do you prepare for each of those reactions? More importantly, how do you steer the negotiation in your favor no matter which way it goes? Let’s dig in.

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Map Out Your Moves Like a Decision Tree

To get ahead in a negotiation, you need to plan for the different branches of the conversation—just like a decision tree. Each possible reaction opens up a different path, and for each path, you need to have a strategy.

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In our ticket example, if the seller immediately says yes to your $45 offer, you should be dismayed. An instant “yes” might mean you could have gotten the tickets for less. Maybe you offered too high too quickly. If they say no, it could be a tactic to see how much more you’re willing to offer, or they might genuinely have better buyers lined up. If they counter with $60 per ticket, you’re in a classic back-and-forth where you’ll need to decide whether to stick with your initial limit or bump it up a bit.

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By mapping out these possible outcomes in advance, you remove the guesswork and take control of the negotiation. You’re not just reacting—now you’re guiding the conversation in the direction you want it to go.

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Prepare to Handle Each Response with Confidence

Once you’ve mapped out the possible reactions, plan your responses. This isn’t about memorizing lines; it’s about understanding the strategy behind each move.

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Returning to the ticket example: If the seller agrees to your $45 offer right away, you should reassess whether that was really your best opening move. Could you have started lower? It will certainly be hard now. If they say no, be ready with your next move—maybe you up the offer slightly, or perhaps you hold firm and wait them out. And if they counter at $60, knowing how high you’re actually willing to go allows you to negotiate without losing control of the conversation.

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The goal is to stay calm and composed no matter how the negotiation unfolds. If you’ve prepared for each likely response, you won’t be caught off guard—you’ll be ready to adapt and keep the conversation moving toward a win.

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Read Between the Lines and Spot Hidden Motives

Effective negotiation goes beyond words; it’s about reading between the lines and catching the signals that aren’t immediately obvious. You can learn a lot from how the other party reacts, both verbally and nonverbally.

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In our ticket scenario, what if the seller hesitates before responding to your $45 offer? That pause could mean they’re weighing their options or considering a better deal elsewhere. Maybe they shift uncomfortably or avoid eye contact when they counter at $60—signs they might not be fully confident in their position. Paying attention to these subtle cues gives you an advantage because you’re reading not just what they’re saying, but what they’re trying not to say.

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These insights let you dig deeper into their motives. Are they holding out for more money, or are they just trying to see if you’ll blink first? Recognizing these tells is a crucial part of anticipating their next move and guiding the negotiation to a favorable outcome.

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Always Have a Backup Plan (And Use It Wisely)

Even the best-laid plans can hit a snag, which is why having a solid backup strategy—your BATNA (Best Alternative to a Negotiated Agreement)—is essential. In our example, your BATNA might be deciding not to buy the tickets at all or waiting to see if prices drop as the event gets closer. Knowing your walk-away point empowers you to negotiate from a position of strength.

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Let’s say the seller refuses to budge from $60, and you’re not willing to go above $50. If you’ve already determined that walking away is better than overpaying, you can confidently exit the conversation without regret. This opens up the slim possibility he chases you down – willing now to take your $50. On the flip side, if you’re truly set on attending the event, you might be prepared to stretch your budget slightly—but only if you’ve planned for that in advance.

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The key is that you never want to feel backed into a corner. By thinking through alternative scenarios and outcomes, you stay in control, no matter what curveballs get thrown your way.

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Strategic Preparation Turns Surprises into Successes

The next time you head into a negotiation, don’t just focus on your initial offer—plan out the entire sequence of possible reactions and how you’ll respond to each one. Whether you’re negotiating for tickets, a business deal, or anything in between, expecting the unexpected and having a plan for each scenario gives you the upper hand.

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When you’re prepared, “I didn’t see that coming” will no longer be in your vocabulary. Instead, you’ll be confidently guiding the negotiation toward the outcome you want, no matter how the conversation unfolds.

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